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Opportunity Management

Which Opportunities Need Attention? What Is Driving Certain Deals To Win?

Red Flags: Too many of your deals end in surprise losses. You want your sales team to recognize risky deals earlier and either focus on the deals’ weaknesses or accelerate the process of closing them as losses.

Undervalued: There are opportunities in your pipeline that your reps or managers are overlooking. In aggregate, you know that these deals will make or break your month.

Predictors: On any given deal there may be a dozen or more conflicting signals pointing to the deal’s eventual outcome. You struggle to interpret those signals - especially when considering the rep's biases.

Quick Wins: You are positive that there is hidden “low hanging fruit,” but your reps’ blinders prevent them from seeing those deals that are statistically most likely to win.

Talent Management

How Can We Identify and Coach to Individual Rep Strengths And Weaknesses?

Coaching & Training: While you acknowledge that no two reps are created equally, your training and coaching lacks efficacy because it focuses on the “average rep,” and discounts individual strengths and weaknesses.

Activity Management: You know that sales activities are important, but a one-size-fits all coaching approach that treats all activities and all reps alike seems counterproductive.

Lead & Opportunity Assignment: Opportunities are assigned without regard to individual reps’ proven strengths or weaknesses. You know that there is upside in assigning at least some opportunities according to specific skill sets.

Pipeline Review Sessions: Managers and reps in your organization regularly review open sales opportunities, but these sessions typically revert to gut feeling discussions of the largest deals.

Data Integrity

We Know That Bad Sales Data Costs Us, But How Do We Improve Its Quality?

Data Uniformity: You have inconsistent sales data because your team has different reps, managers and motivations.

Rep Compliance: You have instituted a CRM policy that should not be seen as a burden, but rep compliance still lags. More than once, you have heard a rep ask “Do you want me to close business or enter data?”

Sandbaggers: You have reps that enter minimal CRM information about deals or downplay their likelihood of winning. Many of their deals appear in the CRM system for the first time right before they close.

New Reps or Products: You have experienced high rep turnover or are experiencing a rapidly changing sale environment. You would like to make predictions about new reps or new products, but your fear that your data is insufficient.

Pipeline Health

How Can We Gain Confidence In Our Outlook?

Lead & Opportunity Volume: You fear that you may be leaning too heavily on previous years’ win rates and deal sizes to approximate the number of opportunities needed to hit your sales targets.

Lead & Opportunity Mix: The prospect of team success is tied to only a few reps or a few deals. Too often you rely on just a few large deals. There needs to be a better combination of deals.

Lead & Opportunities by Segments: Your struggle to ensure the right deal volume and opportunity mix for each impactful segment of your business (i.e. group tickets versus full seasons).

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